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Name of author Rick Baker, P.Eng.

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Sales Tweet #32

by Rick Baker
On Aug 31, 2010
Sales Tweet #32 Spend some time on LinkedIn. How active are your best Clients today? What are they doing and saying?
 
The Thinking Behind the Sales Tweet
LinkedIn is a tool: a tool for self-education and a tool for building relationships. If you totally disagree with that comment then don’t read on. If you are still reading then…pick the 10 Clients who impress you the most. Or, pick a mix of Clients and Probable Clients…people who fit the profile of your Ideal Target Client. Now, check out those people on LinkedIn. You probably want to do this on your laptop while watching TV [i.e., this lends itself to multi-tasking]. What are your ‘ideal’ buyers doing on LinkedIn? Are they well-connected? If so, then – to whom? Do they ask LinkedIn Questions? If so, then – what questions? Do they provide answers to other folks’ LinkedIn Questions? If so, then – what types of questions do they answer? What can you learn about your Client by watching what they do? [There are several other LinkedIn things to look at. We will cover them in later tweets.]

Tags:

Questions?: The Art of Asking Good Questions | Sales | Thought Tweets

Sales Tweet #31

by Rick Baker
On Aug 30, 2010
Sales Tweet #31 Where do you have your favourite shopping experience? Can you find probable Clients at that place?
 
The Thinking Behind the Sales Tweet
This tweet is about the valuable information we can gain if we spend time thinking about the fact everyone buys stuff. So, every sales person is a buyer. This has several implications. There is 'cause and effect'. What causes us to buy the things we buy and what causes us to buy the way we buy? If we happen to notice our Clients buying the same things we buy at the same places we buy them then we have a piece of valuable information about our Client. Sure, maybe this will not be a huge piece of value. But at least it will be a little piece of valuable information. And - when it comes to understanding our Clients...every little bit helps.

Tags:

Questions?: The Art of Asking Good Questions | Sales | Thought Tweets

Sales Tweet #30

by Rick Baker
On Aug 27, 2010
Sales Tweet #30 Warning. People make mistakes. Have an action plan ready in case a Client stands you up.
 
The Thinking Behind the Sales Tweet
I used to have a "20 Minute or Free" rule. I would wait 20 minutes if a client was busy. With today's technology - my BlackBerry - 20 minutes can go by in a blink…checking and responding to email, writing Sales Tweets, etc. However, there could be a better way. I could make a practice of confirming all meetings the day before. That would reduce the likelihood of 'disconnects'. And, when I set meetings I could let the other person know I will either call or email them, whichever they prefer, an hour [or 2] before the start of the meeting to make sure we are both on time. PS: I believe sales people should go out of their way to be on time for all meetings. We can support this Good Habit by setting standards and leading by example when we have internal sales meetings.

Tags:

Sales | Thought Tweets

The Marketing & Sales Picture

by Rick Baker
On Aug 26, 2010
Recently, I created a picture to help me explain some of my thoughts about marketing & sales. A copy of The Marketing & Sales Picture is shown below.
 
In summary, the picture contains 5 pieces:
  • Marketing & Sales Entrepreneurship 
  • Marketing & Sales Management 
  • Marketing Action 
  • Sales Action 
  • A cross-hatched section where Marketing & Sales activity overlap
 
My intent was to provide a simple [as in Seeking Simple] picture that would serve several purposes.
 
The key messages behind the picture are:
  • We need a Picture to remind us business development work requires: 
    • Planning 
    • Integration and Coordination 
  • Marketing & Sales demand entrepreneurship. I have used the word ‘entrepreneur’ instead of the word ‘leader’ [I learned that from following Michael Gerber, the author of E-Myth, etc]. I define entrepreneurship as: having a vision for change and having the drive to keep pressing ahead with action aimed at that change.  
  • Marketing & Sales Entrepreneurship leads Marketing & Sales Management. Simply stated, there is a hierarchy and entrepreneurship wins over management. 
  • Marketing & Sales Management guides and controls Marketing Action and Sales Action.There are 2 major points: 
    • Marketing Action and Sales Action should not be done in isolation 
    • Marketing Action and Sales Action overlap 
  • Action: Action is so critical we should spell it out at least twice.

Tags:

Entrepreneur Thinking | Marketing | Sales

Sales Tweet #29

by Rick Baker
On Aug 26, 2010
Sales Tweet #29 Ernest Seller gets no respect. When he attended the Toastmasters' breakfast he got no butter or jam.
 
The Thinking Behind the Sales Tweet
Ernest Seller is a very proud fellow. He must be. He always talks about his success. [We never hear him talk about the sales that got away.] When he joined Toastmasters he did it hoping to find buyers lined up to buy from him. He was astonished when they didn't treat him like the master he is: he got some toast but no butter or jam. Link to learn more about Toastmasters.

Tags:

Thought Tweets | Ernest Seller

Don’t put the cart before the horse... - Part 1

by Rick Baker
On Aug 25, 2010
Another father-to-son note…
There are carts and horses and chariot drivers and chariot warriors.
 
I figure the Greeks, about 3000 years ago, looked at it this way:
  • Horses were horses and they were worked so hard they knew enough to drink when they were taken to water. If they didn't, then they died. Then the soldiers ate them. Horses also became eaten if the soldiers ran short of other meat.
  • War carts were chariots. Horses pulled these carts, these carts didn't get to go before the horses. If the carts broke then they were either fixed or taken apart and the pieces were used for other things. If fuel was in tight supply then carts could be burned to create warmth and to cook food.
  • Chariot drivers: chariots contained two men. One drove. He was either junior, less skilled at fighting or both. His key roles were to protect the other more-valued man, the warrior, to protect the horses and the carts because they were expensive, and to place the warrior in a position where the warrior could have a good shot (spear shot, bow shot) at the enemy.
  • The warrior. He was the leader. He got all the gold - the spoils of war. He also, as a general rule, took the largest risk and got to die first. He only drove the chariot when the driver was thrown, was too injured to drive or was killed. If a driver was injured or killed then, after the skirmish, the warrior would replace the lost driver. I mean: the warrior wouldn’t want to be the driver because warriors fought, while drivers drove.
Drivers and warriors didn't pull the chariots. If the horses were injured or killed and the chariot was immobilized during the battle then the driver and warrior either ran, or tried to hitch a ride on another ‘single-manned’ chariot...or they stood their ground and fought.
 
Carts were deaf. The chariots simply could not hear or think or do anything on their own. So, they required hands-on supervision and controls. Without horses the chariots were only as valuable as the adornments they displayed, the cargo they held, and the protection and the maneuverability they provided to the men. Without horses, the chariots just stood around and did nothing. With horses but no men, the chariots looked good but for the business at hand (warring or terrorizing or perhaps parading) they were absolutely useless. At best when men weren’t around the horse and cart ran around in circles or took off and got lost.
 
When a driver was added, the cart and horse did a lot better. As a unified group they really got places. And, as long as the path was simple, without obstacles and without treachery the horse and cart and driver got along just fine. When minor issues arose, including attack by lesser-skilled fighters, the horse, cart, and driver prevailed. They did some off-road stuff and they killed some guys, got some loot, returned to camp, and bragged to their buddies over some wine and roasted meat.
 
But, when the combo of horse-cart-driver met an unfriendly horse-cart-driver with a warrior the following happened: the driver without the warrior died and was stripped naked and left for the kites to pick away at, the horse and cart and the driver's armour and weapons all got a new owner. That new owner was the opposing warrior…he took their lives then their stuff. However, when there was a shortage of manpower or a real dirty job needed doing, sometimes the driver didn't die. The opposing warrior just stripped him down and took him into slavery.
 
Warriors had a wonderful, absolutely terrible life.
 
The horses had it pretty good. At least, they had it good as long as they could perform. Horses really didn't plan for the future. They didn't have to worry about planning their day, or next week, or next year. They just plodded along until they got whipped - then they ran. When their usefulness was over, and that is something they didn't worry about because they were pretty much thinking about a bag of oats, their life ended quickly. The only pain they had was the pain of the whip and the pain of injury sustained in battle. But, when the pain was extreme it was quickly ended when they were killed and eaten.
 
Carts: again, they were senseless. Just tools for the men and work for the horses.
 
Drivers: these guys were doers. They got to manage carts and horses and from time to time they got to fight. Of most importance, they had the vital job of protecting the most-valuable asset: the warrior. They succeeded when they managed the horses and chariots in a manner that allowed the warrior to do his job. Killing. They got to fight after the warrior had taken his best shots or when the warrior was injured. If they fought well then they received rewards (a bit of loot, plunder, and maybe even slaves). If they had sufficient skill then they might be able to become warriors.
 
What's the point?
 
There are several:
  • horses are horses
  • carts are carts
  • drivers are drivers
  • warriors are warriors
 
Don't get them confused.

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Family Business and CFFB | Father-to-Son Lessons | Personalities @ Work

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